New Opportunities in small business with Windows Vista ™ Business and Microsoft ® Office...

New Opportunities in small

business with Windows Vista™ Business and Microsoft® Office Professional

2007

Martin Pavlis

Microsoft Most Valuable Professional (MVP, MCSE, MCT)

KPCS CZ, s.r.o

Agenda

Market Opportunity

Product Demos

Partner Opportunities

Demand Generation and Campaigns

Call-to-Action

Enabling Greater Profitability

Simplifying software sales

New Programs

Opportunity To Grow The BusinessAnticipate 400M PCs sold in first 24 months after launch of Windows Vista

An installed base of 220M Windows Vista Capable PCs ready for upgrade

Strong Market Momentum – the biggest Microsoft product launch effort

Driving Demand and excitement

Higher margin offerings

Small business offerings

New Products

Combined Launch

Hardware

Services

Enabling Greater Profitability

New Opportunities

Target Customer

Source: Monitor US PC Purchase and Segmentation Study, December 2005

Small Business Windows Client Customer Space

1-2 PCs3-12 PCs

13-24 PCsNo Server 1 or more Server

Retail Home Loyal

26% of XP Home Sales

At Risk Pro


Pro Loyal

7% of XP Home Sales

OEM

Website Only

Live Person Convertible Home


Market size: ~4.3M PCs sold to this segment per year in the U.S.

VAR, DMR

SB

Pragmatist

s &

Innovators

New ProductsSmall Business Medium & Large

BusinessConsumer

Keeping ahead Keeping ahead of the of the

competitioncompetitionDelivering your Delivering your

messagemessage

Attracting and Attracting and retaining new retaining new

customerscustomers

Being Being profitableprofitable

Small Business Challenges

Doing Morewith Less

Information at Risk

Working WhileAway From the Office

Selling Productsand Services

Meeting Customer Needs

Work more

efficiently

Work more

efficiently

Backup and better protect data

Backup and better protect data

StayConnected

StayConnected

Marketand SellMarket

and Sell

Work More Efficiently

Save time, stay organized Instant Search across PC, network, E-mail, Outlook Instant Search

View tasks on the Outlook To-Do Bar

Get better results fasterIntuitive navigation and user interface

Task-relevant commands, Live Preview

Quick Styles, Office Art

Backup and Better Protect Your Data

Protect important data Schedule automatic backups of files

Revert to previous versions of your work

Windows CompletePC Backup

Keep your data safeBetter junk e-mail filtering

Anti-phishing technologies

Document password protection

Market and Sell

Track customer information Manage customer information in one place

Track sales leads and opportunities

Run marketing campaigns

Effective marketingCreate high-quality documents, presentations, and collateral

One-click fax and scan

Enhanced photos and graphics tools

Save Microsoft Office files as PDF or XPS

Katie Jordan

replace this screen with Vista BCM screen

Stay Connected

Out of the office mobilityRemotely access information

Enhanced support for mobile devices

Share files with Windows Meeting Space

In the office networkingConnect to Windows Server™ or Windows Small Business Server domains

Share key customer information

Product Demo

Work More EfficientlyNew User InterfaceSearch, Organize

Outlook To-Do BarExcel Conditional Formatting

Access templates

Market and Sell Products and

ServicesCentralized customer information

Marketing CampaignsPublisher templates, branding

Fax And ScanSmartArt™Graphics

Backup and Better Protect Your Data

Windows DefenderAnti-phishing

Junk Mail FiltersBackup and Restore Center

Stay ConnectedMeeting Spaces

Domain JoinMobility Center

Shared Documents, Calendars, TasksOffline

Demo Summary

Stay ConnectedDomain Join

Windows Meeting SpaceMobility Center

Shared Documents, Calendars, TasksOffline Folders

Work More EfficientlyNew User Interface

Instant SearchOutlook To-Do Bar

Live Previews

Backup and Better Protect Your DataBackup and Restore Center

Junk Mail Filters

Anti-phishingWindows Defender

Market and SellCentralized customer information

Marketing CampaignsPublisher templates, branding

Windows Fax And ScanSmartArt™ graphics

New Partner Programs• Office Ready

• Windows Anytime Upgrade

New Partner Program: Office Ready

15

Second chance revenue opportunity with free 60 day trial

Increase customer satisfaction with pre-installed product

New Partner Opportunities

Maximize Office attach opportunity on new business PCs

Give customers an opportunity to try and buy Office 2007

Alignment between channel offerings

Program Details

License includes key only, no media

Master image required for pre-installation

1 Office Ready image for 3 business SKUs: Basic, Small Business, Professional

Microsoft provides support for Office

New Program: Windows Anytime Upgrade

16

1. Vista users purchase and download digital key

2. Upgrade installed via bits on hard drive or DVD that is shipped with PC (or via packaged product acquired at retail))

Enables upgrades from lower edition of Windows Vista to higher edition

The most Convenient Way to Upgrade Windows Vista

Improves customer satisfaction

Reduces inventory risk for the channel

Provides opportunity for upsell of additional hardware to support high-end Windows Vista upgrades

17

Partner OpportunitiesSoftware, Hardware and Services

Windows Vista Microsoft Office Upsell

Sell Software

Windows Vista Business

Windows Vista Ultimate

Office Professional 2007

Office Small Business 2007

Windows Vista Business

Office Professional

Windows SharePoint Services v3, Groove

Sell Hardware

Upgrade PC

Notebook

Smart Phone

Color printer

Projector

Digital camera

Multi-monitor ServersStorage devicesAdditional hard drivesGigabit Ethernet & high-speed wireless SBS servers & other networkingRAID controllers

Sell Services

Migration

Installation

Training

End user support

PC maintenance

Outlook 2007 with Business Contact Manager Customization

Access2007 application development

Provide Messaging solution with Exchange & Outlook

Collaboration solution with Windows SharePoint Services, Excel 2007 and Access 2007

Extend customer offering on Office Live

Partner Demo

Partner name

SmallBusiness PC

Campaign

PR

Website

Relationship Marketing

OEM Co-marketingOnline

TV

Print

RadioPartner

Co-marketing

Combined Product LaunchDriving Customer Demand

Events

TM

TargetTargetAudienceAudience

Small Business Owners, 1-25 PCs, < 50 Small Business Owners, 1-25 PCs, < 50 employeesemployees

ObjectivesObjectivesShift small business mix to Windows Vista Shift small business mix to Windows Vista BusinessBusinessIncrease Microsoft Office attach to PCsIncrease Microsoft Office attach to PCs

PromisePromise Work more efficiently and securely and deliver Work more efficiently and securely and deliver more effective customer service.more effective customer service.

Execution Execution At general availability of Windows Vista and At general availability of Windows Vista and Microsoft OfficeMicrosoft Office

Key TacticsKey Tactics

Leverage Windows Vista consumer ad Leverage Windows Vista consumer ad campaigncampaignCustomer-ready “better together” contentCustomer-ready “better together” contentRich web experience and integrated demoRich web experience and integrated demoThrough-partner marketingThrough-partner marketing

Partner Launch OpportunityExecute the Small Business PC Campaign

Small Business Campaign Execution

Partner Call-to-Action: I Install Office Ready on PC with Windows Vista Business

Customer Call-to-Action: B Buy a Windows Vista PC with Microsoft Office

Windows Vista consumer advertising campaign

Office IW advertising campaignSmall Business PC Demand Generation

Flash Demos, Top 10, guide

How To Buy, link to regional partner offers

Campaign Landing Page

Experience Vista Business and Office Professional 2007

Indirect OEM PC’s with Vista Business

and Office Ready Web, Ads, Reseller Training

Direct OEM PC’s with Vista

Business and Office pre-installed

Retailer

Merchandising in PC Aisle

Sell FPP VUP

Generate demand for “small business PC”:

Back to Business promos

Ads, web

PC Reseller / VAR Sell Office Ready key Sell Open to upgraders

Generate demand for “small business PC:”

Ads, email, web

Merchandising

Local OEM / VAR Sell PC’s with Vista Business

and Office Ready + keys Sell Open to upgraders


Local ads, e-mail, web

Merchandising

Campaign Execution by Partner-Type

Indirect OEMPC’s with Vista Business and Office ReadyWeb, ads, reseller training

RetailerMerchandising in PC AisleSell FPP VUP


Back to Business promosAds, web

PC Reseller / VARSell Office Ready keySell Open to upgraders


Ads, email, webMerchandising

Local OEM / VARSell PC’s with Vista Business and Office Ready + keysSell Open to upgraders Generate demand for “small business PC”:

Local ads e-mail, web Merchandising

Direct OEMPC’s with Vista Business and Office pre-installed

Direct OEM ExecutionPartner Call-to-Action: Install Office on PC with Windows Vista Business

Customer Call-to-Action: Buy a Windows Vista PC with Microsoft Office

Microsoft demand generation: Overall demand driven through Microsoft broadreach and product advertising campaigns

Small Business Center (Web portal) with offers

Direct mail, e-mail newsletters, events

MNA drives demand for MNA-branded Small Business PC*:

MNA small business Web site and Web campaign

MNA small business catalog

MNA telesales

MNA direct mail

Direct OEMPC’s with Vista Business and Office pre-installed

*PC with Windows Vista Business and Office Professional 2007 (or SB 2007) pre-installed

InDirect OEM ExecutionPartner Call-to-Action: Install Office Ready on PC with Windows Vista

Business


Microsoft demand generation: Overall demand driven through Microsoft broadreach and product advertising campaigns

Small Business Center (Web portal) with offers


MNA drives demand for partner-branded Small Business PC* though:

Web site and Web campaign

Small business catalog

Telesales

Direct mail

Indirect OEMPC’s with Vista Business and Office ReadyWeb, ads, reseller training


Indirect OEM Execution - Retailer

Microsoft drives demand: Overall demand driven through Microsoft broadreach and product advertising campaigns

Small Business Center (Web portal) with link to partner “Small Business PC” Offers


Retailer drives demand for Small Business PC*:

Web site and Web campaign


Promo merchandising in PC aisle

Advertising

RetailerMerchandising in PC AisleSell FPP VUP

Generate demand for “small business PC:”

Back to Business promosAds, web

Partner Call-to-Action: Drive Office attach to PC Windows Vista; upsell to Windows Vista Business

Customer Call-to-Action: Buy a Windows Vista PC (upgrade to Windows Vista Business), buy Microsoft Office FPP


Indirect OEM Execution - Reseller

Microsoft drives demand: Overall demand driven through Microsoft broadreach and product advertising campaigns

Small Business Center (Web portal) with partner offers


Reseller drives demand for MNA-branded Small Business PC*:


Promo merchandising

Advertising

E-mail

PC Reseller / VARSell Office Ready keySell Open to upgraders


Ads, email, webMerchandising

Partner Call-to-Action: Install Office Ready on PC with Windows Vista Business


Campaign Creative & Use

The customer-ready materials for the Small Business PC Campaign leverage the creative concept and look used in the Windows Vista Consumer Advertising campaign scheduled to launch in January 2007.*

Thus, these creative materials are under embargo and cannot be made available to partners not under NDA with Microsoft, until 30 January 2007. At that time, these materials will be posted to Microsoft partner marketing portals and available to drive customer demand for Windows Vista Business and Office Professional 2007:

• Top 10, Top 4• Datasheet • Campaign Brochure• Ad flyer, E-mail • Flash demos• Poster

* For additional detail on embargo dates, use of creative, and complete list of available Through Partnermaterials available, please refer to the Small Business PC Campaign “Partner Playbook’

Customizable Partner Materials

To Partner Top 10

To Partner Materials

• To Partner versions of the Through Partner

core materials are available for partner use;

may be used with customers:• Top 10• Top 4• Datasheet• Product Guide• Brochure

• Additional partner resources includes:• Demo script and files• Sales Reference Guide • Call script• Execution and creative guidelines• Customer-ready messaging and copy

Readiness

Beta 2

Readiness

RC1

Partner ramping

Business Availability (Volume

Licensing)

Business Value Events

General Availability

(Retail, OEM)

Advertising

Small Business PC campaign

Web Presence and Community EngagementPR/AR/Reviews

Sales Readiness, Training and Events

Campaign ExecutionContinues

Ava

ilab

ility

Ava

ilab

ility

Timeline

Where Can You Find Out More?Windows Vista Partner information available on www.windowsvista.com/partner

Business opportunity information for partners by type on Windows Vista

Windows Vista 101 & recommended learning paths for partners

Sales & marketing tools for partners – customized by partner type

Office Reseller Kit

http://www.windowsvista.com/partner

jaboyle

Katie to work with Ann Choi to have additional Office information included.

Install and use Windows Vista Business and Office Professional 2007

Test ISV applications, learn about logo programs and hardware requirements

Use the Small Business PC Campaign to drive the launch of Microsoft Office and Windows Vista in small business

Call-to-ActionCall-to-Action

© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions,

it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Appendix

Windows Vista Logos

36

PC Systems Softwarehardware

Windows XP Windows Vista

X* Not a Logo *

Messaging Only

Windows Vista Features Per Edition

Differentiated FeatureHome Basic

Home Premium Business Enterprise Ultimate

Security & Performance Enhancements

Search & Organize

P2P Meeting Space Join Only

Scheduled & Networked Backup

AERO glass, animations and visuals

Media Center (incl. extender)

HD MovieMaker & DVD authoring

PC to PC Sync

Mobility (Tablet PC, Aux Display)

Encrypted File System

Remote Desktop

Web Server

Domain Join

Offline folders

Group Policy

Virtual PC Express & SUA (Unix Subsystem)

BitLocker Drive Encryption

MUI -All Languages

Windows Ultimate Extras

2007 Microsoft Office Suites Differentiated Feature Office Basic

2007 (OEM)

Office Home and Student

2007

Office Standard 2007

Office Small Business 2007

Office Professional

2007

Office Ultimate 2007

Microsoft® Office Outlook® 2007

Microsoft Office Word 2007

Microsoft Office Excel® 2007

Microsoft Office PowerPoint® 2007

Microsoft Office Publisher 2007

Outlook with Business Contact Manager

Microsoft Office Access 2007

Microsoft Office OneNote® 2007

Microsoft Office Groove® 2007

Why Upgrade From Windows XP?Some of the great new features you

won’t find in Windows XP:

System Image BackupBack-up your entire hard disc image, either on a PC or external drive, saving everything: files, documents, programs and application settings.

Instant Search and Windows AeroThe name says it all. Instant Search helps you find everything faster, regardless of format or location. And with the elegant new look of the Windows Aero interface, getting work done will not only be easier, but more enjoyable too.

Windows Easy TransferAdd new PCs with just a few simple steps. Windows Easy Transfer helps you smoothly move all of your important documents and settings to your new PC, so you and your business can be up and running right away.

Self-HealingAmazing but true: technology that self-heals. Windows Vista Business includes new technologies that can automatically identify problems and repair them, helping prevent disruptions and delays.

Improved User Account ControlGive more power to your people – at least to do basic system changes that improve their PC. With User Account Control, Standard Users can now do common operating system tasks on their own, such as changing time zones, power settings, and installing approved devices, significantly reducing the risk from having all your users running as Administrators.

Office Ready additional content

OEM installs Office Ready

image on PC and sells to Distributor Microsoft sells Office

media-less license keys to the Distributor

ResellerReseller

purchases Office Ready OEM PC and Office License

keys from Distributor

Reseller sells an Office Media-less

License to end user who can Step-up

post PC sale

Post PC SaleEnd user can activate a free 60-day trial of Office Professional and convert to full

product

Distributor

OEM PC Sale

Office Ready Overview

System Builder/Reseller sells either:Branded OEM PCs pre-installed with Office Ready image

White Box PCs and installs the Office Ready image

At point of sale, System Builder sells Office Media-less license kit

Post-PC sale, end user can Step-up to a more premium edition of Office

If Office is not sold, Office trial can be activated

Abby

move to appendix

Office Ready

Distributor

OEM pre-installs Office Ready image with a unique referral code with no royalty payment

Office Ready image is a pre-installation image that can convert to:

Office Basic 2007; Office Small Business 2007; Office Professional 2007; Free 60-day Professional 2007 Trial

OEM sells Office Ready PCs to Distributor

OEM

Katie Jordan

slides 16-20 could be moved to appendix for partners intersted in the Office Ready details

Office Ready


image on PC and sells to Distributor

Reseller

Distributor

Microsoft sell Office media-less licenses to Distributor

Reseller/System Builder purchases Office Ready OEM PCs and Office Media-less licenses from Distributor

Microsoft provides end-user technical support

OEM

Reseller sells an Office Media-less license with OEM PC to end-user

End user can “Step-up” to a more premium version of Office post-PC sale

If no Office is purchased at point of sale, end user can activate a free 60-day trial of Office Professional 2007

Office Ready




ResellerReseller



Post PC Sale

Distributor

OEM PC Sale

New OEM OpportunitiesReceive commission for each full-product activation on OEM imaged machines, based on referral code

Commission for Step-up after point of sale

Commission on trial conversions (if no Office is purchased at point of sale with new PC)

Sales velocity through program simplicity

Office Ready




ResellerReseller



Reseller sells an Office Media-less

License to end user who can Step-up

post PC sale

Post PC SaleEnd user can activate a free 60-day trial of Office Professional and convert to full

product

Distributor

OEM PC Sale

Example Partner Customization

examples

Example: Customization Opportunity Outlook 2007 with Business Contact Manager

Evaluating solution for customer managementSupport calls

Time and billing

Communication with customer and leads

Solution: Partner customer management solution using Outlook 2007 with Business Contact Manager

Windows SharePoint Services version 3

Access 2007, Excel 2007

Partner benefits of Outlook with Business Contact Manager solution

Repeatable customization

Integration with Windows Server, Windows Small Businesses Server

Foundation for additional solutions

New in WSS version 3Wikis and blogsOutlook sync: Docs calendar, contacts, tasksRecycle BinFolder and item-level securityKeeping in sync: Search, alerts, RSS, tasksMobility: access to some types of lists Tracking tasks in Gantt chartsRequired check out for editsDetailed major/minor versionsDistribution lists generated at site creation Breadcrumbs and improved navigationASP.NET 2: Web parts, master pages, pluggable authenticationHosts Windows Workflow FoundationExtranet deployment Security trimmed UI

Application Templates

Basic configuration for processes and workgroup tasks

Facilitate end user adoption

Showcase platform

1M downloads for ‘Thrilling 30’

Starting point for deeper solutions

Richer ‘fit and value’ in Office SharePoint Server’s pre-built workflows, design tools, and partner solutions

‘Fantastic 40’ application templates for WSS version 3

Examples: Call center, compliance process, sports league, HR, task tracking, and more

Design and Developer Tools

Power Users

Templates

Web parts customization via browser

Designers and Analysts

Office SharePoint Designer 2007

Office Access 2007

Office InfoPath 2007

Professional Developers

Visual Studio and tools for Office

Enhanced WSS CustomizationDesign dashboards, reports and workflowApplication and database integrationTools: SharePoint Designer, Access, InfoPathOffline access via Access and Groove

Initial WSS CustomizationTaylor the pre-built application templates Team collaboration and productivityBusiness process and workgroup tasks

Example: Customization Opportunity Windows Sharepoint Services

Small Biz projects Basic Enablement Initial Customization Enhanced Customization

Total Fee ($) $2,000 $7,200 $23,700

Services ($) $2,000 $7,200 $13,000

Hours 20 80 120

Margin (%) 60% 50% 46%

Mid Market example

$100K+

$50K to $150K

1 to 5 mths

20%

Basic WSS EnablementInstall WSS (out-of-the-box) Leverage WS/SBS deployed infrastructureTrain usersDocument, meeting, and project collaborationOutlook integrationExpand SBS: Extranet, Exchange, SQL

Sources: Microsoft studies, IDC: Paths to Opportunities with Windows Small Businesses Server 2003: Customizing Windows SharePoint Services, and other sources

© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions,

it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

© 2006 Microsoft Corporation. All rights reserved

New Opportunities in small business with Windows Vista ™ Business and Microsoft ® Office...

Documents

Transcript of New Opportunities in small business with Windows Vista ™ Business and Microsoft ® Office...